Customer Relationship Management: A Databased Approach

By V. Kumar, W. Reinartz. 2005

300 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/41fb49b1857dda04b6db092095f8a32c5a93d411

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Citations in the corpus

Understanding Customer Switching Behavior in a Liberalizing Service Market (2007, methodology): “Second, we estimate a logistic regression model with the switching intention variable as the dependent variable and the derived principal components (PCs) as explanatory variables, as is common for explaining customer switching or churn (Kumar and Reinartz 2005; Neslin et al. 2006).”
Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, background): “Recently, many retail companies have introduced loyalty programs to enhance customer loyalty (Kumar & Reinartz, 2005).”
Modeling Customer Lifetime Value (2006, background): “In contrast, CLV is a disaggregate metric that can be used to identify profitable customers and allocate resources accordingly (Kumar and Reinartz 2006).”
Undervalued or Overvalued Customers: Capturing Total Customer Engagement Value (2010, background): “One of the most widely used and accepted measures of customer value is CLV (Blattberg, Getz, and Thomas 2001; Gupta and Lehmann 2005; Kumar and Reinartz 2006; Rust, Zeithaml, and Lemon 2000).”
Customer Equity: An Integral Part of Financial Reporting (2008, methodology): “However, we note the potential issues involved in our use of constant retention rates and the “gone-for-good” CLVt bMExp CLVN t bMExp , CLVt bMExp assumption; both Kumar and Reinartz (2005) and Fader and Hardie (2006) show that using Equation 6 to calculate CLV might underestimate the value of the c”